2016 CPI & Vlerick survey

Working together to identify changes in sales, marketing and customer service

More about the survey

CPI and Vlerick are happy to introduce a new project. We are looking for some new insights on the changes in sales, marketing and customer service. With this research project we want to measure how disruptive companies are in their sales and marketing approach nowadays. Help us with our interesting project.

Participating will take only 10 minutes of your time. As a reward you will receive a complete survey report. There are also 3 free copies of the lately published book “Disruptive Selling” written by Patrick Maes to win. Good luck.

When consulting meets academia

CPI and Vlerick go back a long way. Patrick was active in teaching commercial strategy and commercial management in the executive business programs of Vlerick. CPI and Vlerick also engaged together in a series of research projects to identify changes in sales and marketing.

Today CPI partners with Vlerick Business School via the Sales Excellence Center of Professor Deva Rangarajan.

About the survey project coaches

Deva Rangarajan is Director of the Sales Excellence Centre at Vlerick Business School, where he teaches in all the programme formats. (MBA, masters, executive education) His research and teaching are mainly focused on the areas of sales force management and customer experience management. In 2012 Deva was granted the IBM Faculty Award in the expertise domain of Sales and Marketing for his work on sales especially focusing on solution selling.

Deva Rangarajan

Patrick Maes is founding partner of CPI, specialized in the organization and optimization of commercial approaches. He is a guest lecturer at various business schools and an inspirational speaker on disruptive commercial strategy at international seminars and congresses. He has recently published his first book “Disruptive Selling. A new approach to sales, marketing and customer service.”

Patrick Maes

Disruptive selling: The book

The heyday of the classic sales force is over. Customers lead mobile and online lives and consider sales visits intrusive and a waste of their precious time. Successful companies use disruptive concepts to engage with the empowered customer. Sales, marketing and customer service need to be overhauled. Marketing automation and CRM tools have become key to survival.

Disruptive Selling helps companies to transform to the new age of selling. This is a book for directors, managers and entrepreneurs. You’ll need a blank sheet of paper: a fresh start to keep up with the new realities of today. You owe it to yourself and to your customers. There is no excuse for being boring.

Upcoming events

Patrick Maes will be a keynote speaker at the Vlerick Sales Conference “Selling in the Digital Era”
on October 6th 2016.

Vlerick sales conference

The presentation:

Customers have taken the lead in the purchasing process and want 24/7 access to information, inventory levels and support services. This requires companies to fundamentally rethink sales, marketing, customer service and value delivery. Patrick Maes will explain how companies can meet this challenge by combining new organisational insights with smart technology and how to transform traditional companies to Sales 4.0-industry leaders.